Sales Leadership
OpenSymmetry

Addressing Your Real Sales Challenge

Using Sales Design Thinking™, authors Mark Donnolo and Michelle Seger address how to provide leadership to meet sales teams and customers in their situations, rather than applying quick fixes to retain sales team members through this time.

CRM
David Brock

Getting Real about CRM

There are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could. And we waste even more time complaining and whining about those issues.

Prospecting
David Brock

Stop dictating everything sellers do

If we are to maximize the success of our people, we have to make sure they understand our “intent.” That is, what is our vision and purpose, what are our strategies and priorities

Productivity
David Brock

Beware of this sales productivity trap

We must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of sales people to engage customers in meaningful, high impact conversations. But we must be cautious…

Forecasting
David Brock

What About The Forecast?

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some

Actively Managed
David Brock

Disciplined Execution, The Secret To Success!

Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success. In sales

CRM
David Brock

The Pipeline Review

I was meeting with a client, we were doing the first pipeline review as part of their implementation of the Sales Execution Framework. Pipeline reviews

Sales Leadership
David Brock

“I Don’t Have Time To Coach/Do Reviews!”

I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably, during the discussion, one manager

Sales Leadership
David Brock

It Is ALWAYS About Execution

I’ve been writing a lot about our Sales Execution Framework and a “Back To Basics” approach to sales management and selling. These articles have generated

Forecasting
David Brock

Sales Pipeline, Quantity Or Quality?

You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too quickly…… Now, I’ve got you

QBR
David Brock

“I’m Drowning In Reviews!”

Recently, I was speaking to a number of sales execs. We were talking about how to improve the performance of their teams. One manager in

Sales Leadership
Yuri Dekiba

BrightTALK webinar

Valuable Takeaways from CSO Insights – Sales Performance Report About this webinar Hear Seleste Lunsford, Chief Research Officer at CSO Insights, discuss the findings from

Forecasting
David Brock

The “Forecast Meeting”

A friend and I were sharing our experiences in forecast meetings. Each of us has participated in hundreds of these

Sales Management

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